Explain as many characteristics of principled negotiation as you can.
What will be an ideal response?
1. Focus on the problem/issues, not on the people. This involves focusing on information, interpretations.
2. Focus on each other's interests, not positions
3. Try to find or invent new options that can meet the needs of all parties.
4. Agree on and apply objective criteria to all options. (2 points each, up to total of 8)
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According to Schutz's FIRO theory,
A) we seek those relationships we predict will have positive outcomes. B) we each weigh rewards and costs when deciding whether or not to stay in a relationship. C) all of us experience tension and contradiction in our relationships with others. D) we ask questions during initial interactions in order to reduce uncertainty about others. E) almost all of us have some need to control others and our surroundings.
Most speakers notice a difference in their voices when they hear themselves on tape. The voice on the
tape seems to have a A) slower rate. B) higher pitch. C) higher volume. D) faster rate. E) lower pitch.
Attempts at persuasion generally address questions of fact, questions of policy, or ______________
a. questions of purity b. questions of policy c. questions of correctness d. questions of ethicality
Which of the following is NOT a rule for preparation outlines?
A.Each symbol of the outline is followed by a full sentence. B.There is only one sentence allowed per symbol. C.Preparation outlines should contain proper citations for material drawn from sources. D.Preparation outlines should be written like an essay even though they are typed in an outline.